We have recently updated our Privacy Policy. The site uses cookies to offer you a better experience. By continuing to browse the site you accept our Cookie Policy, you can change your settings at any time.

How does motivation work? The classic answer is that people are motivated to approach pleasure and avoid pain, that they are motivated by "carrots and sticks." But to understand human motivation, it is necessary to go beyond pleasure and pain. What people want is to be effective in their life pursuits, and there are three distinct ways that people want to be effective. They want to be effective in having desired results (value), which includes having pleasure but is
not limited to pleasure. They want to be effective in managing what happens (control) and in establishing what's real (truth), even if the process of managing what happens or establishing what's real is painful. These three distinct ways of wanting to be effective go beyond just wanting pleasure, but
there is even more to the story of how motivation works. These ways of wanting to be effective do not function in isolation. Rather, they work together. Indeed, the ways that value, truth, and control work together is the central story of motivation. By understanding how motivation works as an organization of value, truth, and control motives, we can re-think basic motivational issues, such the nature of personality and culture, how the motives of others can be managed effectively, and what is
"the good life."

Click & Collect

Simply reserve online and pay at the counter when you collect.
Available in shop from just two hours, subject to availability.

Thank you for your reservation

Your order is now being processed and we have sent a confirmation email to you at

This item can be requested from the shops shown below. If this item isn't available to be reserved nearby, add the item to your basket instead and select 'Deliver to my local shop' at the checkout, to be able to collect it from there at a later date.

First name*

Last name*

Email address*

Preferred contact method

EmailText message

Mobile number*

Please provide me with your latest book news, views and details of Waterstones’ special offers.

When will my order be ready to collect?

Following the initial email, you will be contacted by the shop to confirm that your item is available for collection.

Call us on or send us an email at

Unfortunately there has been a problem with your order

Please try again or alternatively you can contact your chosen shop on or send us an email at